Why do 63% of CRM initiatives in large companies (73% in SMEs) fail? In this Blog, Bijan Khosravani, MBA 2004, highlights the most common reasons for CRM project failures & explains why CRM should be treated much more than just a technology initiative.

This article helps organisations and recruiters identify and develop B2B (business to business) salespeople by discussing five key business knowledge aspects that are directly linked to effective sales performance.